Sentry

Head of Sales Operations

Sentry

full-time

Posted on:

Origin:  • 🇺🇸 United States • California

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Salary

💰 $240,000 - $270,000 per year

Job Level

Lead

About the role

  • Act like an owner of the business and autonomously identify the highest impact opportunities for growth - based on a combination of a deep understanding of Sentry’s solutions/their position in the market and rigorous analytics
  • Prioritize and build playbooks for identified opportunities and develop the required capabilities to execute - from account segmentation/target account definition, to sales narratives, enablement needs, and the required process & reporting changes to measure success
  • Continue the build-out of the GTM operating system - own territory planning, quota setting, incentive compensation, forecasting, sales analytics, etc.
  • Collaborate with senior leaders of Field Sales to drive annual revenue operations planning - and alignment across cross-functional businesses
  • Build strong working relationships with executives and key leaders across GTM teams - (e.g. product, engineering, marketing and finance) and influence the goals and priorities of stakeholders whose mission aligns with Sales & Customer Success
  • Move seamlessly between strategic thinking and tactical execution - with strong attention to detail and the ability to dive deep when needed
  • Champion the use of AI - You’ll identify ways to apply AI to make account executives, CSMs, Support and anyone facing customers more effective and productive
  • Owner mentality - from opportunity identification to sales execution. You feel accountable for delivering the number and connect the dots between analysis and execution across teams
  • Unquestionable ethics, integrity and business judgment - you share our values, and work in accordance with those values. You are the final decider for the many situations that require judgement in the role
  • Familiarity with Product-Led Growth - you recognize the benefits of PLG from a go-to-market productivity perspective and incorporate that into your decision-making for sales/cs- programs and processes
  • Fast mover/iterator - You prioritize progress over perfection
  • Highly analytical - you are known for incisive questions and are the first one to spot anomalies in analyses. You keep analytics as simple as possible and as sophisticated as necessary
  • Strong understanding of sales methodologies and processes - An ability to pick the appropriate level of implementation marrying simplicity with the needs of the business
  • Systems thinker - ability to take a complex problem and reduce it to its essential components
  • High level of empathy for the front-line sales and customer success people - playbooks and processes are designed to minimize overhead on users. Emphasis on simplicity
  • Excellent communicator - you understand the needs of audiences, from execs to ICs and tailors messaging accordingly
  • Familiarity with software development - dev tools and/or observability a huge plus

Requirements

  • Bachelor’s degree required (Master’s degree is a plus)
  • 12+ years of relevant experience in sales operations, sales systems, deal desk, or related fields
  • Execution-driven mindset with a focus on achieving tangible results
  • Proven track record of successfully driving change and optimizing processes
  • Strong organizational and communication skills, with a keen process orientation
  • Deep experience with CRM systems and a good understanding of the handover process from sales to finance
  • Managerial experience is required